Which of the Following Statements About How Personal Characteristics Affect

question 24

Multiple Choice

Which of the following statements about how personal characteristics affect a salesperson's level of motivation is true?

• A)Highly experienced salespeople have higher valences for lower-order rewards than younger,less experienced salespeople
• B)Salespeople with high internal locus of control are likely to have relatively low expectancy and instrumentality estimates
• C)Higher educated salespeople are likely to have lower valences for higher-order rewards
• D)Intelligent salespeople have higher expectancy and instrumentality perceptions than those with less intelligence
• E)Experienced salespeople have smaller expectancy estimates than inexperienced salespeople

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Definitions:

Labour Efficiency Variance

The difference between the actual labor hours used and the standard labor hours expected for the level of production achieved.

Variable Overhead

Indirect manufacturing costs that vary with the level of production output, such as utilities and maintenance expenses.

Labour Rate Variance

The difference between the actual cost of labor and its budgeted (or standard) cost, often arising from paying different wages than anticipated.

Flexible Budget Variance

A financial performance measure that compares actual results with expected outcomes based on different levels of production or sales activity.